Barbara Bradford - A Woman of Substance

‘That’s me, all right,’ said the young man. His eyes narrowed. ‘Are you interested in the shop, then? For your mother?’

‘No,’ Emma said, faintly amused. He was apparently stinging from her reference to his youthful appearance, and so she smiled that radiant smile and her unwavering green gaze, warm and self-assured, did not leave his face. ‘Actually, I want to rent the shop for myself.’

Joe Lowther said, ‘Oh, you do, do you! Aren’t you a bit young ? What experience of retailing do you have, miss?’

Emma considered this to be none of his business, but refrained from telling him so, being canny enough not to brush him the wrong way again. Instead she said, ‘I have some experience, and I’ve also done a lot of dressmaking and catering here in Armley. I have a nice business going, and now I want a shop so I can conduct it from there.’ Her voice vibrated with enormous confidence as she added, ‘And I’m certainly not too young, Mr Lowther.’

Joe shook his head. ‘No. No. It wouldn’t work. I can’t say I’d be willing to rent the shop to you, miss,’ he said with a certain brusqueness.

Emma ignored his blunt retort. ‘But I am willing to take the the shop off your hands now, Mr Lowther. At once. Today.’ Emma climbed up two steps until she was on a level with Joe Lowther. She stared at him, exercising all of her considerable charm, smiling beguilingly. ‘Can’t we go inside and discuss this, Mr Lowther?’ she asked in a voice as smooth as silk.

‘I can’t see the sense in that, since I won’t change my mind,’ he declared stubbornly. Her proximity was distracting him and as he looked into her face, only a few inches away from his, Joe felt himself growing hot around the collar.

Emma opened her purse, resorting to the one stratagem in which she had absolute belief. ‘I can pay in advance, Mr Lowther.’

Joe reluctantly brought his gaze up to meet Emma’s and he discovered he was mesmerized by those brilliant eyes observing him with such cool concentration. Whatever will the neighbours think if I invite her in? he asked himself. But since he was not generally discourteous, Joe was now ashamed of his rudeness and he found himself saying in a kinder voice, ‘Well, you’re right about one thing, we had better go inside.’ This was really prompted by his concern for the gossips in the street and, so she would not think he had changed his mind about the shop, Joe felt obliged to add, ‘It’s not very fitting to discuss business on the doorstep at the best of times, and especially on Sunday. I don’t usually do business on Sundays, miss.’

‘Well, there’s always a first time for everything, Mr Lowther,’ said Emma, eyeing him with amusement from under her thick lashes. She was aware that Joe was ill at ease and she intended to use this to her advantage.

Why, she’s as bold as brass, Joe thought, seething with combined annoyance and exasperation. Nevertheless, he opened the door wider and ushered her into the house. He showed her into the parlour. ‘Excuse me. I’ll be back in a minute. Please sit down,’ said Joe. He closed the door behind him and retreated.

Emma stood in the middle of the room, blinking in the dim light. She grimaced as her eyes adjusted to the dolorous gloom. The room reminded her of Mrs Daniel’s front parlour, all Victorian folderols and a preponderance of overstuffed furniture. But the furniture is good, she thought. There’s just too much of it. She seated herself on an uncomfortable horsehair chair to wait.

Emma had discovered three important things since she had been in Leeds: Money talked in the most persuasive voice. Put cold hard cash down on a table and few people could resist picking it up; payment in advance was another irresistible temptation and the more advance you paid, the stronger you were; and finally, opportunity had to be seized firmly the instant it presented itself, because it did not come knocking on the same door twice in one week. Emma considered all of these things, but mostly she wondered if Joe Lowther could be swayed by money. For some reason she was not positive of this. She frowned, ruminating on Joe, endeavouring to assess him. He was certainly bashful. She also knew she had unnerved him on the doorstep and, in her shrewd opinion, this gave her the upper hand. Still, that did not mean he would agree to rent her the shop. Apparently he believed her youth to be a disadvantage, and yet he did not appear to be much older than she was. He was perhaps twenty or twenty-one. Nonetheless, it was imperative that she convince him she was capable and experienced at retailing, and that she would therefore be a responsible tenant. Perhaps three months’ rent would be a suitable inducement. It would not only reassure him of her serious intentions, but would also illustrate her business acumen over the past year. It then struck Emma that she must be her most charming self. Joe Lowther would succumb to sweetness. Sweetness and money. An unbeatable combination. Emma smoothed her dress, feeling calm as the door opened.

Joe had put on his tie and jacket and his hair was now combed back neatly. Emma could see the water glistening on it. She dropped her head quickly so he would not detect the smile on her face. Joe Lowther had become quite transparent to her. There would be a bit of a tussle between them, but the shop would be hers when she left this house.

Joe sat down opposite Emma and, adopting his brusquest tone, he commenced, ‘Now, about the shop, miss. I’ve been thinking it over, and I have definitely decided I can’t rent it to you.’

‘Why ever not?’ Emma asked in her most dulcet voice.

‘Because two people have failed in it this year, and they’d had a lot more experience than you. I don’t want to sound harsh, miss, but you must understand I can’t take a chance on renting to somebody who’s a novice. I’m seeking a tenant that really knows retailing, who’ll make a go of the shop, so I don’t have to be worrying about it being vacant half the time. I’ve better things to do than play nursemaid.’

Emma gave Joe a smile that would have melted half the ice in the Arctic Circle and made her eyes wide but serious. ‘Oh, I do realize that, Mr Lowther,’ she answered. ‘And, in some ways, I understand your reluctance because of my youth. However, it’s not really of great consequence when you consider that I have been running a business from my home. I have been dealing with people, selling to them. My business has been highly profitable. I’ve made a lot of money with my dress-making and homemade foodstuffs. I have good steady customers, mostly the carriage trade, and they would certainly give me their patronage if I had a shop.’ Emma paused and flashed a brilliant smile. ‘Why, they have assured me of that,’ she fibbed adroitly. ‘So you see, I’m not really as inexperienced as you believe, and I do have expectations.’

‘Carriage trade, you say,’ remarked Joe, not unimpressed. ‘And how long have you been running this little business from your home?’

‘About a year,’ said Emma, leaning forward, eagerness washing over her face. ‘And it’s not so little either.’

Joe regarded her intently. She was direct and sounded businesslike and certainly she was not lacking in assurance. In fact, he had never met a girl as self-possessed as she was. Her spirit and enthusiasm were refreshing, almost infectious, and his doubts about her youth and ability were rapidly diminishing. However, she disconcerted him, but then he had always been awkward around girls and one as beautiful as she was bound to make him feel insecure. Still, she only wanted to rent a shop from him and that was all. ‘Well, I don’t really know what to say,’ he began hesitatingly.

Conscious that he was wavering, Emma held up her hand. ‘Just a minute, Mr Lowther,’ she said authoritatively. ‘I said earlier I would pay you in advance.’ She opened her black reticule and brought out a thick roll of bank notes. ‘As you can see, Mr Lowther, I don’t make idle claims. I am a woman of some substance, albeit a young one, and indeed I can pay you well in advance. I know I can make a go of the shop, Mr Lowther. I expect it to be a success within six months.’